Exam 4: Creating Value With a Relationship Strategy

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation, a company that manufactures and sells copiers and peripherals. Joelle works on manners, nonverbal cues, and personal goal setting with the Colotel sales reps. Colotel prides itself on hiring locally and using regional ties to advance relationships with customers. -What is the best advice Joelle can give to sales representatives regarding punctuality for appointments?

Developing a long-term relationship that focuses on solving the customer's buying problems is referred to as:

AdVance Corporation is a company that formulates and manufactures fertilizers for the farming industry. The company produces several standardized formulas that can be purchased directly through the retail arms of the company, but it also formulates custom fertilizers for farms. -A sales rep from AdVance spends several months with the buyer for a company that owns a dozen farms understanding the buyer's needs,and puts together a proposal for several fertilizers produced for the company's specific needs.When the sale is about to close,the buyer decides to purchase a cheaper,pre-made,standardized formula from another supplier.What is the most likely explanation of the outcome of the interaction?

Traditional industrial age sales-training programs encouraged salespeople to make positive first impressions with customers and then to push the product to make a quick sale.

________ can be defined as a strategically developed,high quality,long-term relationship that focuses on solving the customer's buying problem.

Transactional selling is a strategically developed,high-quality,long-term relationship that focuses on solving the customer's buying problems.

Roni Harris, a college student in the business department of her local university, originally planned to major in accounting. However, she discovered an interest in product marketing and sales and is taking courses in these areas. -Roni,who lacks sales experience,has been assigned a mentor,Mark,who has been in the Compu-Tex sales department for ten years.Mark tells Roni that he believes the best way to build long-term relationships with customers is to follow the CARE model.What should Roni most likely do if she takes Mark's advice?